Read Jim Camp’s bestselling negotiation book ”Say No to First” and identified 7 secrets to help you win even in the most difficult conversations:
The popular win-win tactics are harmful to business negotiations. Camp believes that in any negotiation, you must first say “no”, because “no” is a balanced decision, “yes” is most likely a trick and a play of emotions, and “maybe” is a delay in making a decision.
In a negotiation, never show your need. Why do negotiators immediately put themselves at a disadvantage? Because of the need! If you start to need a trade, you lose control, become completely vulnerable, and start making bad decisions.
Be “out of order.” Jim Camp advises to stick to detective Columbo’s tactics in negotiations and appear a little “out of order.” This does not mean that you need to come to negotiations dirty, disheveled, forget everything in the world. No, just be a little imperfect. It is enough to forget the pen or pencil. Or ask for a piece of paper. Perhaps just dropping something – so you can defuse the situation. But you need to do it naturally and naturally.
“No” is better than “yes” and “maybe” because it steers the negotiations in a rational direction. To be successful in negotiations, it is worth keeping this in mind. By succumbing to emotions, you weaken your position. That is why the author insists that in negotiations one should always say “no” first. This simple word makes your opponent wonder why he was turned down, and you have a real topic of conversation.
The mission and the plan for its implementation are the key to your success. The basis for success in negotiations is mission. Evaluate any questions in the negotiations for compliance with your mission. Write your mission statement and follow it. By deviating from it, you are not just making concessions, you are calling into question the feasibility of the entire transaction.
Do not try to control what is not in your control. Jim Camp believes that it is not worth setting any sales plans, no norms, numbers, percentages. You need to set goals that you can manage.
The right questions are the foundation of good negotiations. Don’t over complicate the questions, keep them short and simple, otherwise your opponent’s vision will become hazy. Ask questions sequentially: question-answer-question-answer. And don’t help answer questions! Do not offer your solution, as you leave the enemy no choice and it will be difficult for him to see the situation clearly.
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